Overview
The VP, Senior Relationship Manager (VPRM) is responsible for the strategic development, implementation and maintenance of a comprehensive relationship management program for the largest and most complex base of institutional clients and their corresponding consultants. The VPRM plays a crucial role in building and retaining client business through fulfillment of client needs and offering proactive, personalized client service designed to make the client experience with Fort Washington an exceptional one. It requires a unique ability to nurture complex relationships, partnering with each client to understand and fulfill their individual business needs. The VPRM is responsible for opportunistically growing third party business through cross-selling of existing third party clients and generating leads on prospective new clients designed to bolster business development efforts for all managed strategies. The VPRM is also responsible for the relationship management and business development growth of the many strategic platform relationships of the firm, including model delivery, sub-advisory, and wire house partners. Internally, the position involves strategic collaboration with senior team members in business development, portfolio management, operations, marketing, legal/compliance and executive management. Provides coaching and leadership to other associates. Externally, the position involves strategic collaboration with senior level executives, finance/investment committee members, Boards of Directors, consultants and other professional business partners of the client (domestic and international). The role requires a fundamental understanding of investment management, asset allocation, account administration and client reporting, and the ability to address and explain these and other issues with clients and consultants.
Responsibilities
What you will do:
- Develops and implements relationship management processes, procedures and activities across the entire client life-cycle (sales, conversion, on-boarding, relationship development, daily service and account termination) for the largest and most complex institutional relationships and their consultants. These clients represent the firm’s highest AUM and are national in scope. Works closely with executive management in strategic planning, budgeting and general execution of the firm-wide business plan.
- Seeks to expand firm business with existing clients by anticipating needs and introducing additional investment solutions. Seeks referrals from satisfied existing clients and generates leads from other sources for prospective new clients. Role requires active civic involvement and the ability to research and pursue prospective business opportunities. Leads RFP development, new business presentations and finals presentations for existing client new business opportunities.
- Manages and grows relationships with client’s senior leadership through the development of personal trust relationships and ongoing quarterly client meetings with client senior management, Investment Committees and Boards of Directors. Stays current on all aspects of Investment products and financial markets as to discuss client concerns, impact of economic factors on portfolio performance, asset allocation strategies and operational considerations.
- Participates in institutional new business finals meetings and then leads the on-boarding process for new clients, ensuring a positive first impression with the firm. Develop and implement the transition plan with custodians and external managers. Lead contract negotiations with legal counsel.
- Responsible for the relationship management and business development growth of the many strategic platform relationships of the firm, including model delivery, sub-advisory, and wire house partners. Produces and directs collateral, meetings, and database updates.
- Strategically develops client presentations to effectively communicate key portfolio results, portfolio positioning, market updates and to raise awareness of additional suitable investment strategies (cross-selling opportunities).
- Serves as project manager for institutional relationship management projects including, but not limited to, those that pertain to the operational, administrative, compliance, custodial and relationship management oriented facets of the institutional business.
- Provides coaching and leadership to other associates to ensure that high quality and proactive service is provided to both internal and external clients.
- Serves as advocate for clients requesting sponsorship/support of fundraising activities through the development and presentation of funding requests through the Western Southern Contributions Committee. Oversees administration of firm-wide client events including the Western Southern Open (tennis), Red's/Bengal's/FC suite, dinners, golf outings, etc. Collaborates with executive management, marketing, and Western Southern Corporate Travel and Events for planning, support and execution.
- Performs other duties as assigned.
- Complies with all policies and standards.
Qualifications
Qualifications
- Bachelor's Degree in business (finance, marketing, accounting) or equivalent experience within investment industry. -Required
- Master's Degree MBA -Preferred
- Demonstrated successful experience in institutional relationship management. Typically having 10 years of experience working as a relationship manager with institutional clients. Must demonstrate a thorough understanding and knowledge of the asset management business and relationship management activities with institutional clients. -
- Proven experience coaching, leading and mentoring associates. This includes providing direction and feedback to team members and leading teams through complex projects and initiatives. -
- Demonstrated experience effectively influencing a group to a recommended course of action. -
- Proven experience coordinating multiple projects/assignments simultaneously and completing assigned tasks accurately and on a timely basis. Must demonstrate a strong attention to detail with excellent organization skills. Expected to cite examples of organization and time management/methods used to manage or prioritize workload demands. Must demonstrate project management experience in planning, executing and maintaining a project from start to finish. -
- Demonstrated ability to present and communicate complex issues effectively with internal and external executives and professionals. Superb presentation skills with experience conveying information in a clear, focused and concise manner. Demonstrated use of strong listening and communication techniques and presentation software. Proven experience effectively interacting and communicating with all levels of internal staff and management as well as third-party clients, consultants, boards, committees and other business partners at all levels of understanding and knowledge.
- Proven strong analytical skills, including demonstrated experience identifying and quantifying problems and providing effective resolutions. Must be able to cite examples of good decision-making skills when dealing with multiple alternatives. Demonstrated ability to conceptualize and use new methodologies.
- Proven ability to generate a network within regional markets. Demonstrated track record of relationships within the business community with the ability to attend business functions to introduce the firm and generate leads for business development prospects.
- Demonstrated ability to exercise excellent judgment with confidential client information.
- Proficient in Microsoft suite of products (Word, Excel and PowerPoint).
- Ability to attain proficient knowledge of client management software (Satuit).
- FINRA Licenses Series 7 and 66 within 180 Days -Required
- Chartered Financial Analyst (CFA) -Preferred
Work Setting/Position Demands:
- Works in an office setting and remains in a stationary position for long periods of time while working at a desk, on a computer or with other standard office equipment, or while in meetings.
- Requires the ability to verbally communicate and exchange accurate information to customers and associates on a regular basis.
- Requires visual acuity to read and interpret a variety of correspondence, procedures, reports and forms via paper and electronic documents, visual inspection involving small defects; small parts, and/or operation of machinery (including inspection); using measurement devices continuously. Visual acuity is required to determine accuracy, neatness, and thoroughness of work assigned.
- Requires the ability to prepare written correspondence, reports and forms using prescribed formats and conforming to rules of punctuation, grammar, diction, and style on a regular basis.
- Requires the ability to apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions
- Performs substantial movement of wrists, hands, and fingers for continuous computer work.
- Extended hours required during peak workloads or special projects/events.
Travel Requirements:
- 10% travel Some overnight travel required.
Western & Southern Financial Group Proprietary/Confidential: The above statements are intended to describe the general nature and level of work being performed by associates assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required of associates so classified, and they may change at any time. For Internal Use Only, by the Western & Southern Financial Group Family of Companies. This information is provided to Western & Southern Financial Group associates only and may not be copied or distributed outside the Western & Southern Financial Group Family of Companies.
